Once clients see the need to protect their incomes in the event of disability, it's easy to pivot to taking care of their other business and personal concerns. In addition, business life and disability sales can create opportunities for other sales. Here's a simple scenario:

• A Salary Continuation Plan, which provides personal income protection, leads naturally to a discussion of Business Overhead Expense protection. This saves the insured from having to use personal DI benefits to pay business operating expenses.
• A Disability Buy-Sell case can lead to at-death or lifetime buy-out agreements funded with life insurance, annuity or equity products. From this, you can pivot to the client's other business and personal insurance needs, including estate protection and group insurance.
• Reviewing a client's group insurance can uncover shortfalls and gaps in coverage, and create opportunities for individual life and disability income insurance sales.
• The work you do with a company's group plan can also position you to do business with the other employees and their families, either personally or through payroll deduction, on and off the work site.